Video Conference Hosted by DeSales MBA Program to Focus on Greatest Concerns of CEOs, Tues., Dec. 12
The DeSales University MBA program will sponsor a video conference interactive presentation between faculty, staff and students of DeSales University and faculty and staff of the Indian Institute of Social Welfare and Business Management, as well as business executives from India, from 7:00 a.m. to 9:00 a.m., Tuesday, December 12, in room 116 of Campbell Hall. The session will address the greatest concerns of CEOs.
Douglas Timmel, global sales process manager with Air Products & Chemicals, will serve as presenter. Timmel has over 30 years of frontline experience managing sales functions and developing and implementing sales strategy from the level of the small enterprise to the Fortune-size company. He also is an instructor in the DeSales MBA program and teaches a class on top line growth.
Professor Ashoke Kumar Dutta, director and chief academic officer of Indian Institute of Social Welfare and Business Management (IISWBM), located in Calcutta, is coordinating the event in India.
The ILSWBM, established in 1953, is the oldest graduate institution in India. As the first Management Institute in India, it formed an integral part of that government's efforts to promote professional management in Indian industry. DeSales University and the IISWBM entered into a partnership agreement on April 1, 2004, to pursue faculty exchange programs and initiatives in business management on the graduate level.
The presentation, "Top Line Growth the Revenue Imperative in any Organization," uses responses from more than 600 CEOs worldwide to the 2006 CEO Challenge Survey provided by The Conference Board. The Conference Board, a research group for industries and companies around the world, creates and disseminates knowledge about management and the marketplace to help business strengthen their performance and better serve society. In conjunction with their research, they conduct conferences, make forecasts, assess trends, and publish information and analysis, and bring executives together to learn from one another.
In the recent study by The Conference Board on the areas of greatest concern for CEOs, findings indicated that 37.5 percent of those surveyed said their area of greatest concern was "Sustained Top Line Growth;" 36.0 percent said their area of greatest concern was "Profit Growth;" and 29.5 percent said their area of greatest concern was "Customer Loyalty and Retention."
The functions within the organization which have the impact on top line growth and loyalty are those which have the greatest interaction with the customer. The functions which impact the customer are the sales channels, and customer service. Until recently, the strategy and tactics to generate revenue at the point of customer contact, has been overlooked by academics and graduate study programs. However in an increasingly global environment, and increasingly importance for profitable revenue
generation, this is an area worthy of study. Managers and executives are demonstrating heightened interest in the factors which can impact success.
The presentation will briefly highlight the factors which can impact success with customers such as: sales strategy, asset deployment, effective channels, compensation, and sales programs. We will discuss how all managers should understand the motivating factors which impact effective revenue generation for the organization, and how to evaluate and improve performance.
There also will be a group discussion of the cross cultural factors which may highlight differences in approach, and concerns about generating revenues in a rapidly changing global economy.
For more information, contact the office of the DeSales MBA program at 610-282-1100, ext. 1450.
Press Release: Video Conference Hosted by DeSales MBA Program to Focus on Greatest Concerns of CEOs, Tues., Dec. 12 | Posted on: 12/8/2006
For more info:
Tom McNamara, Executive Director of Communications
DeSales University | 2255 Station Avenue | Center Valley, PA 18034
610.282.1100 x1219 | Tom.McNamara@desales.edu